Sales Transformation

In this episode, host Collin Mitchell interviews Lindsey McMillon, the founder of McMillon Consulting. They discuss the common mistakes people make on LinkedIn and how to use the platform effectively for sales prospecting. Lindsey emphasizes the importance of building genuine relationships and taking conversations offline. She shares tips on engaging with connections, using personalized outreach, and providing value. Overall, the episode provides valuable insights on leveraging LinkedIn for sales success.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Lindsey McMillon (Founder, McMillon Consulting)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell welcomes Jay Webb to discuss hiring revenue leaders and the importance of hiring for the right stage fit. They explore the changing landscape of hiring, including the decreasing emphasis on four-year degrees and the value of curiosity as a soft skill. Jay emphasizes the need to avoid over-indexing on domain expertise and highlights the importance of finding candidates who are a good fit for the stage and culture of the company.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Jay Webb (Founder, Goats of Growth)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell welcomes guest Bowen Moody, the sales guru and AI mastermind behind Wonder Way. They discuss the problem of sales coaching and training in today's market and how AI is playing a role in solving it. Bowen explains how Wonder Way listens to sales calls and provides instant feedback to sales reps, eliminating the need for managers to watch recordings. They also address concerns about relying on AI and the potential impact on job roles.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Bowen Moody (CEO, Wonder Way)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can.

In this episode, host Mark and Collin discuss prospecting in today's sales environment. Mark emphasizes the importance of treating prospects like customers and providing value in every interaction. They also criticizes ineffective email strategies, such as generic "checking in" messages, and highlights the need for quality over quantity in prospecting. Also, Hunter shares insights on separating oneself from the competition and creating meaningful connections with prospects.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Mark Hunter (Sales kickoff speaker, The Sales Hunter)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell and guest Leslie Venetz discuss value-based segmentation in sales. They explore the concept of segmenting prospects based on their specific needs and challenges, rather than just basic demographics. Leslie shares examples of how to effectively personalize outreach based on trigger events and other segmentation criteria. They emphasize the importance of strategic thinking and personalization in outbound sales.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Leslie Venetz (Corporate Sales Trainer and Founder of Sales Team Builder)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, the John Barrows talks about the importance of hard work and the role it plays in achieving success. He shares his own experience of working hard to reach the top of a company in less than 12 months. Barrows also emphasizes the value of money and how it can eliminate unhappiness. He encourages listeners to take ownership of their careers and to continuously learn and improve through testing and trying different approaches.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:John Barrows (Founder, JB Sales)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, Colin Mitchell discusses with Larry Long Jr. the importance of sales transformation and the need for intentional action to achieve success. They emphasize the need for continuous learning and adapting to the changing sales environment. Mitchell also highlights the significance of focusing on revenue-generating activities and executing a well-defined plan. Larry also shares insights on thriving in challenging times and the power of belief in achieving success.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Larry Long Jr. (Sales Coach, Larry Long Jr. Enterprises)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell interviews Tom Slocum, the CEO and founder of the SD Lab, about sales development and building effective sales playbooks. They discuss the importance of having a playbook and the common mistakes companies make when creating one. Tom shares key ingredients for a great playbook, including buyer personas, sales scripts, and objection handling. He also provides insights on where the playbook should live and how to make it easily accessible and interactive for the sales team.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Tom Slocum (CEO and Founder, The SD Lab)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell discusses with Mike Swigunski the importance of creating focused content to attract the right audience and build trust. Mike shares his own experiences and mistakes in content creation and offers tips on how to cater to specific target groups. Mike Swiginski, an expert in buying and selling online businesses, who provides insights on the basics of these transactions also discuss liquidity, risk tolerance, and the factors that determine the value of a business.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Mike Swigunski (Founder, Global Career)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, Andy Paul discusses the importance of tracking win rates in sales teams. He shares his experience of finding that most sales teams do not track win rates, which is a crucial metric for understanding the effectiveness of sales efforts. Andy emphasizes the need for salespeople to focus on creating positive buying experiences to increase their win rates. He also talks about his book "Sell Without Selling Out," which provides a framework for sellers to connect with buyers, understand their needs, and operate with generosity.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Andy Paul (Author, Sell without selling out)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Collin Mitchell interviews David Dulany, CEO and founder of TenBound, about sales technology and its impact on sales teams. They discuss the importance of having a strong foundation in people and processes before investing in new technology. They also talk about the trend of consolidation in the sales tech space and the emergence of the "seller action hub" concept. Listeners can visit tenbound.com for more information and access to a free directory of sales technology.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:David Dulany (CEO and Founder, TenBound)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Collin Mitchell welcomes Jay Webb, the mastermind behind the Goats of Growth podcast. They discuss the common mistakes made when hiring revenue leaders and the importance of finding a leader who is a stage fit for the company. Jay emphasizes the need for expeditionary sales leaders who can handle the ambiguity and uncertainty of early-stage startups. They also touch on the importance of data-driven decision-making and the need for transparency and realistic expectations in the hiring process.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Jay Webb (Founder, Goats of Growth)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell discusses the state of sales and the importance of fundamentals with guest John Barrows, founder of JB Sales. They talk about how the sales industry has become reliant on technology and automation, leading to a lack of essential skills and a false sense of success. They also touch on the impact of COVID-19 on sales and the challenges of virtual selling. The conversation highlights the need for feedback, resilience, and hard work in sales.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:John Barrows (Founder, JB Sales)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell welcomes sales author Mark Hunter to discuss how to sell in today's environment. They talk about the challenges sales leaders are facing and provide strategies for navigating tough times. Mark emphasizes the importance of understanding customer priorities and decision-making processes. He also highlights the need for sellers to focus on building relationships and creating value for customers.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Mark Hunter (Sales kickoff speaker, The Sales Hunter)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell interviews Mike Simmons, a seasoned coach and leader with over 22 years of experience in high-growth tech companies. They discuss the importance of sellers taking ownership and leading themselves instead of relying on leaders. Simmons shares insights from his own journey and emphasizes the need for self-reflection and asking important questions like "Who am I?" and "What problems do I like to solve?" They also discuss the impact of focusing on high-energy, high-impact tasks and eliminating those that drain energy.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Mike Simmons (Seasoned Coach and Leader)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell welcomes Fred Copestake, author of "Hybrid Selling" and "Selling Through Partnership Skills," to discuss the changing landscape of B2B sales. They explore the concept of hybrid selling and how it has transformed sales in the digital age. Fred emphasizes the importance of equipping salespeople with the skills to stay relevant and meet the evolving needs of customers. He also highlights the value of understanding customer pain points and providing a personalized and valuable experience.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Fred Copestake (Author, Hybrid Selling and Selling Through Partnership Skills)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell interviews Bowen Moody, the sales guru and AI mastermind behind Wonder Way. They discuss the challenges of selling in tough times and how to survive as a startup founder. Moody shares his personal journey of transitioning from product management to sales and the lessons he learned along the way. They also talk about the importance of being flexible, listening to customers, and staying resilient in the face of adversity.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Bowen Moody (CEO, Wonder Way)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Collin Mitchell and Larry Long Jr. discuss how to thrive in tough times and achieve outstanding sales results. Larry shares insights from his book and emphasizes the importance of mindset, mastering the basics, learning from failures, and surrounding oneself with positive influences. They also discuss the impact of consuming the right information and taking action on what is learned.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Larry Long Jr. (Sales Coach, Larry Long Jr. Enterprises)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell interviews Andrea Morter, the VP of Sales, Ops and Enablement at Get Beyond. They discuss Andrea's journey in sales and leadership, as well as the challenges and rewards of transitioning into sales operations. Andrea shares insights on the importance of leadership and the need to focus on helping others succeed. She also highlights the role of sales enablement in supporting sales teams and driving success.Follow the Host: Colin Mitchell (Partner, Leadium)Our Episode Guest:Andrea Morter (VP of Sales, Ops and Enablement at Get Beyond)Sponsored By: Leadium | The leader in outbound sales appointment setting.*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell discusses the importance of sales management and effective coaching in the sales industry. He highlights the challenges faced by sales leaders and the need for them to prioritize coaching their teams. Mitchell emphasizes the role of coaching in developing salespeople and improving team performance. He also suggests practical strategies for scheduling coaching sessions and creating intentional coaching moments.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Mark Cox (Founder, In the Funnel Sales Coaching)Sponsored By:Leadium | The leader in outbound sales appointment setting.*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

Colin Mitchell welcomes back Kevin Hopp to dig into the importance of calling culture in outbound sales. This is the episode that gets down and dirty around the misconception that cold calling is dead and the rise of AI in sales. Kevin shares his expertise in helping teams improve their phone conversations and connect rates. They also touch on the challenges of building a strong calling culture in a remote or hybrid team.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Kevin Hopp (Founder, Hopp Consulting Group)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

Andy Paul and Collin Mitchell discuss the problem of low win rates in sales teams. The research that shows average win rates are only around 17%, and how this has become an accepted norm in many sales organizations. Andy argues that sales leaders need to care about improving win rates and focus on helping their sellers win more than they lose. He also emphasizes the importance of tracking win rates and conducting win loss analysis to understand why deals are won or lost.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Andy Paul (Author, Sell Without Selling Out)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Collin Mitchell welcomes Mark Cox on the show to discuss the importance of negotiating the value of an opportunity in sales. He emphasizes the need for collaboration and aligning on the value of the opportunity rather than revealing all cards. Mark also talks about the challenges sales leaders face and shares his experience of closing a significant deal with a top bank in the US. Mark is all about Growth Mindsets and shares his sales transformation journey and the importance of lifelong learning.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Mark Cox (Founder, In the Funnel Sales Coaching)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell interviews Kevin Hopp, founder of Hopp Consulting Group and host of Hopp on Calls. They discuss Kevin's background in sales, from his first job as a cashier to becoming a successful account executive and now a prolific sales coach. Kevin also talks about the changing sales environment, the challenges of technology, and the importance of being good at your job in sales. This is a conversation that highlights so much about the experiences of an entrepreneur and the importance of resilience in the tech industry.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Kevin Hopp (Founder, Hopp Consulting Group)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, Colin Mitchell discusses the journey of Elyse Archer, the Founder and CEO of She Sells, a coaching program for women in sales. Elyse shares her early entrepreneurial spirit and her college experience studying journalism. She talks about the pressure to constantly strive for success in sales and the unhealthy habits it can lead to. Elyse also discusses the creation of the She Sells brand and the importance of redefining success and finding self-worth within oneself.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Elyse Archer (Founder, She Sells)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell introduces Mike Swigunski, a bestselling author and nomadic entrepreneur. Mike shares his experiences of working and traveling around the world for the past decade. He also discusses his expertise in online transactions and buying and selling deals worth over $120 million. The episode emphasizes the importance of creating content to build trust and establish credibility with potential clients. Mike shares his personal experience of starting with just a travel blog and how his expertise in the field helped him gain recognition and trust from his network.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Mike Swygunski (Founder, Global Career)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, host Colin Mitchell welcomes Andy Paul to discuss the importance of the buying experience in sales. Andy highlights data that shows the buying experience is the most important factor in a buyer's decision-making process. He emphasizes the need for sales teams to focus on creating a positive buying experience to compete and win against other vendors. He also discusses the importance of disqualifying leads and making the right choices in sales. Follow the Host: Collin Mitchell (Partner, Leadium)Our Episode Guest: Andy Paul (Author, Sell Without Selling Out)Sponsored By: Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

MAKE MONEY IN YOUR PAYMENTS PROCESSING Payments industry expert David Carlin discusses how to cut out the middleman in the sales process and make residual income. Businesses can make money off every transaction made through their merchant account, and this income can continue for years to come. Learn more about David’s insights on making money from processing your own payments in this episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.Learn more about DavidResidual Payments | Instagram | TikTok Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

YOU DON'T HAVE TO HAVE EVERYTHING SET UP AT FIRSTIt's definitely possible to make goals for yourself based on your 'why' even if it's not exactly present in your life yet. In today's episode, Collin has an insightful conversation with Kevin Bartlett, Regional Sales Manager at ExtraHop on how and why puts a lot of long-term thought into his every decision. There are a lot of nuggets of inspiration so tune in to this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSKEVIN: SET THE FOUNDATION FOR YOUR WHY"To me my why was always my kids before I even had kids. And I still didn't understand that but that was what I would continue to come back to and I struggled for a long time. Part of it is leading that process and leading by example and this was the next knowing that that was going to be a part of my life at some point.Connect with KevinLinkedIn | WebsiteConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

MASTERFUL STORYTELLINGWriting books is not only about sharing information but also comes from a love of learning. In today's episode, we throwback to Collin's conversation with Jeremey Donovan, EVP of RevOps and Strategy at Insight Partners regarding the books he's written in the previous years. He shares golden nuggets not only on writing books but also on what inspired him to create the ones he's written. Catch all of this in the latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSJEREMEY: DON'T EXPECT TO CREATE THE NEXT HIT"I can't remember the exact statistics but basically, you should just go in expecting you're going to lose time and money. I believe the reason you should write, particularly business non-fiction books, is because you're trying to figure something out. You're trying to structure your thoughts and learn and understand. And if someone picks it up, great!"Connect with JeremeyLinkedIn | WebsiteConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

ELEVATE THE PODCAST EXPERIENCEYou never want the guest to question, "Why did you want me in the show in the first place?". Fortunately, it's very possible to get the hang of handling a podcast and providing your guest with a memorable experience from before the interview to post-recording! In today's episode of Sales Transformation, Collin tells us how you can create a meaningful experience for your guests from start to finish.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: THE RELATIONSHIP STARTS AFTER THE INTERVIEW“The relationships really start after the podcast interview. You've got to find ways as a podcast host and as a seller, to continually stay top of mind. Engage with their content with intentionality and continue to further the relationship. Maybe you have something of extreme value that you can offer them, a free strategy call, a free coaching call, an invite to a free coaching group that you do."Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

HUMAN FORECASTING + ALGORITHMS = ACCURACYIt's crucial to get forecasting as accurate as we can. And we have individuals who've made it their goal to make these forecasting algorithms as accurate for different companies as possible. In today's episode, we throwback to Collin's conversation with Jeremey Donovan, EVP of RevOps and Strategy at Insight Partners. Make sure you don't miss all the juicy details in the latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSJEREMEY: FORECAST CATEGORY WAITING IN ENTERPRISE“Stages tend to be more and more accurate when you've got a large volume and more transactional deals and that human forecast category is much more valuable and useful in the enterprise when you've fewer deals but larger numbers."Connect with JeremeyLinkedIn | WebsiteConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

BUILD TRUST AND RAPPORT FASTERThere are a lot of steps to building trust and rapport if you want to position yourself as someone who can solve your customers' problems. In today's episode, Collin dives deep into how we can use a podcast to essentially speed through these steps. Learn more about what exactly this means in the latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: THE BEST WAY TO USE A PODCAST AS A SELLER“If you're a seller and have a podcast, having a podcast about sales doesn't make a lot of sense unless you sell into sellers. You want to have a show about having conversations with the types of people that you're looking to build relationships with that can create opportunity in your role, business, and drive business."Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

ATTAIN EFFICIENCY EVEN IN TIGHT TIME WINDOWSEvery salesperson, at some point in their career, could ask "Did this need to be a meeting" or "Was this even an effective meeting?" One way to take accountability while also managing time effectively is to think in chunks or blocks of time instead!In today's episode, Hamish explains exactly what that means and shares his experience on writing his first book and how it actually came about. Find out more in this episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSHAMISH ON THE CONCEPTS IN THE BOOK“But if we check in quickly on Monday, what are you going to do this week, who you're talking to this week, what opportunities are moving down or out of the funnel? And then on Friday, review their data and look forward. I find that my clients find that creates a really nice flywheel effect that allows everyone to feel supported and no one to feel micromanaged.”Connect with HamishLinkedIn | PodcastConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

ACCOUNTABILITY TAKES YOU A LONG WAYSometimes sales leaders just manage more people than they can manage. Then they end up being part player, part coach in their role and essentially stop being accountable to themselves. In today's episode of Sales Transformation, Collin discusses accountability and why it can be so advantageous to have a full funnel.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: HAVING A FULL-FUNNEL CAN MAKE A HUGE DIFFERENCE MENTALLY“You can actually serve your prospects better when you have a healthy pipeline because you are showing up as the best version of yourself. You truly care about helping them versus just like, "I gotta get this commission." And I talk about this a lot is, you know, a lot of salespeople are still walking around with commission breath and your prospects can smell it.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

DO YOU HAVE FLUFF IN YOUR FUNNEL? OR NOT ENOUGH?Not many people think about it but it's amazing how much you can serve your prospects better when you have a healthy pipeline. This also means you feel a bit more freedom to say no especially recognizing that not all business means good business!In today's episode, Collin and Hamish talk about what full funnel freedom means and leading up to a healthy funnel. Learn about these in more detail in this episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSHAMISH ON WHERE THE IDEA OF FULL-FUNNEL FREEDOM CAME FROM“It really came from a reflection on some conversations I had with leaders that we work with, where they felt that if their funnel consistently, reliably looked like a funnel, instead of a pencil, or a stomach in an antacid commercial, they felt free to think about the future, they felt free to do some planning, they felt free to explore new markets or new verticals.”Connect with HamishLinkedIn | PodcastConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

I HAVE TOO MANY PEOPLE ON MY TEAMThe reality is, some sales leaders are just managing more people than they can effectively manage. Today's episode has Collin in an insightful discussion with Hamish on how sales leaders can better approach time constraints especially when handling multiple people. Find out more in this edition of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSHAMISH: YOU HAVE MORE TIME THAN YOU THINK“Once we worked through the numbers, they're like, Oh, I get it. So I can spend 10% of my week doing this. And then I'm basically freed up to do all of the other stuff that my bosses are asking me to do, or go on ride-alongs or strategically plan and support my people”Connect with HamishLinkedIn | Podcast Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

THINK ABOUT WHAT'S ACTUALLY IMPORTANT"Are we even going to hit our numbers?" A lot of times some sales leaders just want to talk about the fun stuff that they're going to do for the weekend and not even bother to ask this question. In today's episode, Collin is joined by Hamish Knox to talk about crippling beliefs common in salespeople and even in sales leaders, only here in the latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSHAMISH: DON'T CHOOSE WHAT FEELS GOOD OVER WHAT YOU ACTUALLY NEED TO DO“For a lot of leaders, when I talked to them initially about accountability. They're like, "Well, my team is not going to go for that." And I'm like, "Okay, but who's their boss?" Because do you want to have full frontal freedom? Or do you want to have a bunch of friends that you go have beers with on Friday? Pick one.”Connect with HamishLinkedIn | Podcast Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

Is podcasting already a reliable way to sell without selling? Collin shares some tips and tricks to leverage podcasts to build relationships and get people curious about you and what you do. In today's episode of Sales Transformation, Collin also talks about how you can add value after recording and help them better determine if you're a good fit.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: YOU CAN ALWAYS HAVE HIGH-VALUE CONVERSATIONS“If you give them a good experience through them coming on your podcast, they're naturally going to be curious about you and what it is that you do.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

HOW DO I GET STARTED?What's the worst thing that can happen when you start a podcast? The easy answer is when no one listens to your show. But what we don't often think about is the value and special learning experiences we get to go through along the way! In today's episode of Sales Transformation, Collin explains how to stay realistic so that you can start your own podcast.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: DON'T GET HELD BACK BY WHAT IFS“There are people who are just super big planners and want to have the next twelve months figured out but that's unrealistic. Figure out the things that are important that you need to know in order to get started and then you kind of have to see where it goes.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

ACHIEVE CONSISTENCY IN PODCASTINGHow often should you release podcast episodes? 1 in a month? 7 in a week? In today's episode of Sales Transformation, Collin dives into how he started doing podcasts, the time he was told to do 21 episodes consecutively, and what he's learned about how to do his podcast recordings effectively over time.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: HACKING THE ALGORITHM GOT HIM SOMETHING BETTER“Never got listed on the New Noteworthy Section but built up that habit and that frequency in a really scalable way to have a podcast on a high frequency. Initially, I was interviewing people that I wanted to build business relationships with, so it was a little podcast prospecting way of building relationships and networking with folks.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

PODCASTS ALLOW YOU TO OPEN NEW DOORSConnections, pipeline, revenue - no matter how you think about it, these are all about building the right relationships with the right people. Collin dives into how podcasts help you do just that. Additionally, it's a reliable way to engage with people in a different context beyond just asking for meetings. You can learn about all of this and more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: WHAT DOES “BEING ENGAGED” MEANS“The B2B buyer is consuming at least 13 pieces of content before they make a business decision. Do you want to be one of those pieces of content or not? So you can be left out of the conversation or you could be producing content around the topics that the people you want to do business with care about most.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

FAILURE TO PREPARE IS PREPARING TO FAILWhat’s the #1 mistake that sellers make when they get the chance to negotiate? Sellers fail in the negotiation stage of their selling process because they fail to prepare properly for it. Collin explains the importance of preparing properly for every negotiation, big or small. Tune in to learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: FAILURE TO PREPARE PROPERLY“Most people lack the ability to close more deals because they're not fully prepared to negotiate properly. And what I mean by that is they don't fully understand the needs and motivations of the person on the other side of the deal.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

LEADERSHIP INVOLVES GOING THROUGH CHANGES AND PUSHING CHANGESTeams are one of the most difficult things to manage in a sales environment, especially when it comes to advocating change. But how do you push your team to change? In this episode, Collin talks about motivating your team to change. He breaks down the top 3 things you can do to push your team to change, and you will find out these 3 in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: LEADING BY EXAMPLE“Be a positive example by demonstrating the behaviors, that will reinforce and show your team that you're willing to do what you're asking them to do.”COLLIN: FEEDBACK AND ADVICE“Offer constructive feedback on performance and give them very actionable suggestions for improvement.”COLLIN: KEEPING PEOPLE ACCOUNTABLE“Make sure that you keep people accountable to whatever that thing is that you're working on to help them change.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

“ENGAGE” IS THE SOCIAL LOVE LANGUAGEHow do you engage with your ICP? How do you make a strong connection with them and start building relationships? In this age of social media-based selling, It is imperative that you engage in valuable content, and that is what Collin talks about today. Tune in now and find out from Collin how you can use the content as a surefire tactic to engage with your ICP, only here, in Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: SOCIAL DONE WRONG“Most people are doing social selling wrong, they're viewing it as an outbound channel with their connecting with people and then pitching in the DMS, hoping to get a meeting. But ultimately, all that does is burn your prospect and ruin any chance of building rapport and trust, and it's no way to add value.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

THE TRANSFORMATION TO TRANSITIONWhat is it like to transition from one selling approach to another? Today, Collin talks about transitioning from being a transactional seller to a strategic seller. He emphasizes the importance of patience since strategic selling takes more time and effort. Collin also explains that strategic selling requires a consultative approach and the knack for more creative solutions. Learn more in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: PATIENCE IS KEY“I would say the number one thing that can be really challenging for people in this sort of transition is patience.”COLLIN: CONSULTATIVE AND CREATIVE“Strategic selling requires you to be much more consultative in your approach, and to be able to come up with solutions and give you the ability to be creative in your deals, so there are lots of benefits, but it also can be challenging.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

SOMETIMES, IT’S TRICKS THAT YOU NEED, NOT THE SMARTSAre you a great leader? How sure are you? Do you really have what it takes to be a great sales leader? In this episode, Collin explains that it’s not always about the smarts and experience that you need to be a great leader, it actually needs the right tricks of the trade. Tune in as Collin presents the top 3 tricks to mastering sales leadership in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: EMPOWER AND MENTOR YOUR TEAM“You need to know how to empower and mentor your team. You want to be able to encourage professional development for your team, and also invest in them as people.”COLLIN: LEAD BY EXAMPLE“Lead by example. This is the best way to be a role model to your team to demonstrate the values that you expect from them. So lead by example, don't be scared to get in the trenches with your team.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

ARE YOU INTERESTING ENOUGH?Many of us sellers are scratching our heads about why we can’t keep our prospects in the conversation or even in the sales process. The question is, are we interesting enough for the prospect to spend time with us? In this episode, Collin breaks down how listening, understanding, sharing relevant information, being authentic, and engaging can help us become more interesting to our prospects. Stay tuned as Collin gives us a bonus tip in this latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: LISTEN AND UNDERSTAND“Listen and understand their needs. Pay attention to your prospects, challenges, goals, and pain-points, and tailor how you address those, and this shows that you really heard them.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

HOW DO YOU NAIL YOUR SALES PROCESS?Well, Collin has 3 sure-fire tips for doing it. Nail your targeting and perfect your ICP, fine-tune your entire sales process, and leverage technology to automate your process. Tune in as Collin breaks down these 3 tips, only here in the latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: NAIL YOUR TARGETING“Nail your targeting, that might mean that you need to test several different ICPs until you really hit your targeting well, where you're getting some momentum with those particular prospects. So that might be a certain persona. That might be, you know, particular people that really care about solving the problem that you solve for.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

FROM THE BEGINNING, UNTIL THE ENDMany sellers treat personalization as a transactional approach, where they only apply it in prospecting, and off they go. But personalization is so much more than that. It can be applied up to the very end of the process, from prospecting to closing deals. Stay tuned as Collin shares a game-changing tip that will make your full process personalization easy as taking candy from a baby, only here in Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: IT DOESN’T STOP WITH COLD OUTBOUND“Personalization usually stops at cold outbound, but it doesn't have to in 2023. If you want to close more deals, if you want to drive more revenue, you as a seller need to learn how to personalize the entire sales process, all the way from the top of funnel to closing deals.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok